DBFollowupassignment

DBFollowupassignment - American Fork Auto Sales Follow-up...

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American Fork Auto Sales Follow-up Assignment R: 9-22-09 nb Background Lewis Peoples started American Fork Auto Sales (AFAS) in 1989. Lewis was a mechanic who believed that he could profitably expand into car sales by fixing up old cars that he could purchase at a local automobile auction. Within five years, Lewis found that most of his profits came from selling used cars, particularly those cars that required little in the way of repairs. He quickly shifted most of his resources into buying and selling used cars and by 1996 he was no longer in the car repair business. Business has been very good for AFAS. They currently employ seven full-time salespeople and have more than $10 million in annual sales. Recently, Lewis has been concerned that they have not been doing as effective job as they could to ensure that the customers that come to his lot actually purchase one of his cars. He is particularly concerned about the percentage of customers who seriously consider purchasing a car that end up not making the purchase. Lewis regards a customer as seriously considering a car purchase if they provide enough information (social security number, annual income, etc) so that one of Lewis’ employees can find financing for the vehicle. If a customer intends to provide their own financing, they are considered seriously considering a car purchase if they provide their telephone number. Lewis has done some market research and he believes that his mix of cars and pricing on his cars are well-positioned in the local market. He is concerned that there may be some aspect of his sales practices, not related to price and product mix, that need to be reengineered. He has decided to track his serious customers to look for ways to more effectively ensure that eventually purchase cars. He began tracking this information in July of 2007. He now has a month of information and would like your help to organize and analyze the data he had collected.
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DBFollowupassignment - American Fork Auto Sales Follow-up...

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